I had an interesting conversation with a client yesterday and there are so many valuable lessons in it that I wanted to share it with you so you can use some of these takeaways in your business.
An email was sent to my inbox about a prospect who had called in and wanted to speak with me about a refinance. I immediately knew the name as someone I went to high school with and hadn't seen since.
We were not friends in high school and didn't really travel in the same circles.
So I called him back and he told me all about his life from high school to present. He explained his financial situation to me and went on to tell me all about the Loan Officer who had helped him refinance the last time.
What a great rate he had given him . The wonderful advice he had provided to him and how wonderful he was to work with. Apparently he had used this same loan officer when he bought the home 15 years ago and again when he last refinance 5 years ago.
SO I ASKED HIM 2 OBVIOUS QUESTIONS.
I asked him why he was not going back to that originator and how he had even found me.
There are some BIG LESSONS in his response.
To my first question he told me that the guy never stayed in touch with him over the past 5 years and he honestly could not remember his name or the name of his company. He had tried to look thru some old documents but then got tired and gave up.
That Sunday he was watching WBAL TV and saw me come on with my mortgage segment. He remembered me from high school and felt I did a great job on that appearance explaining the current market and giving advice.
In his mind his file is a bit complicated but the facts are that he has an 800 credit score paying off a first and second with good ratios and a 59% ltv - but he felt he needed an expert and that was how he viewed me. He did not go to an online lender or respond to a facebook ad or get a name off a placemat or billboard.
HERE ARE YOUR TAKEAWAYS...
ALWAYS - ALWAYS- That means always stay in touch with your past clients
Make Sure YOU ARE ALWAYS seen as the Obvious GO TO EXPERT in your city.
DON'T BE THAT LENDER !
Dedicated To Increasing Your Production
BTW- I cover many ways you can generate these type of situations in your area in the
48 PROVEN WAYS TO CLOSE MORE LOANS manual and the upcoming Celebrity Originator Program.
PPS- I have had some questions about the 48 Proven Ways Program-
It is a 1 time payment -- no recurring charges ever for the system or the software and you have a full 90 days to check it out for yourself RISK FREE
Once we reach 1000 originators ( we are very close) the price will double.
You can see what's it all about right here if you are not yet a member